In this episode, Chris Voss, a worldrenowned negotiation expert and former FBI negotiator, joins us to discuss the art of negotiation, particularly in the realm of complex B2B deals.

Key takeaways include:
Power of 'No': Learn how saying 'no' can be more effective than the usual push for 'yes' in negotiations.

Tactical Empathy: Discover how understanding emotions plays a crucial role in successful negotiations.

Navigating Unforeseen Challenges: Chris explains how to deal with unexpected 'Black Swans' in business deals.

LongTerm Relationship Building: Insights into fostering sustainable business partnerships.

Calibrated Questions: Mastering the art of asking the right questions to steer negotiations in your favour.

00:00 Introduction to the Episode
00:24 Chris Voss's Background and Journey to the FBI
01:35 Transition from FBI to Business Negotiation
03:35 Client Profile and Learning Mindset
04:59 Tactical Empathy in Negotiation
06:10 The Power of 'No' in Negotiations
08:20 Handling Black Swans in DealMaking
11:02 Transparency and Trust in Sales
13:17 Anchoring in Negotiations
15:09 Common Mistakes in B2B Deals
17:09 Implementing Negotiation Strategies in Organizations
20:47 Dealing with Angry Customers and Renegotiations
24:21 Identifying and Handling Difficult Clients
29:04 Calibrated Questions in Negotiations
34:15 Balancing Openness and Protecting Interests
37:49 Creating Urgency in Negotiations
39:17 Key Takeaways and Final Thoughts